Plan versus actual
Records the outcome but not the behaviour. It cannot tell you at which step of the script the team is losing customers.
Virtual Head of Sales
AI reviews every call your sales team makes — and delivers the review to the rep, not only to the manager
Connects to your telephony and CRM in three weeks. Scores conversations against your own script. Shows exactly where the customer is lost — and what each individual rep needs to change.
The free review runs on the base system, without custom tuning to your script.
- 100% of calls
- working setup in 3 weeks
- scored against your script
Review · call no. 33859stages 3 / 5
0:00Objections · 4:127:38
Opening92
Qualification78
Pitch71
Objections29
Closing18
Where the customer was lost
The “too expensive” objection was never pinned down — the rep agreed with the price instead of asking what was behind it. No next step was set.
Product interface. On-screen values are illustrative.
The problem
The manager sees the outcome but never hears the conversation
The CRM has it all: how many leads, how many calls, how many deals, what the conversion rate is. The one thing missing is what actually happens inside the conversation.
And what happens there is exactly what the sale depends on. The rep did not uncover the need. Did not ask the key question. Did not handle the objection but agreed with it. Did not offer the add-on. Ended the call without agreeing on a next step. Dropped the script at the most important moment.
None of that is in the report. The report has a line that says “no deal”.
A sales manager physically gets through 3–5% of monthly calls. The other 95% are a black box, and decisions about people are made on a sample that represents nothing.
How expensive that is usually stays unknown until the first measurement. In the team we analysed, the gap between the actual monthly figure and the achievable one was 3.6 percentage points — and it was fully explained by the share of calls handled by new hires.
Why the usual tools do not solve this
Four tools that fall short here
Spot-checking calls
A couple of percent of calls, picked because the outcome is already known. Expensive in manager hours, subjective, and it never adds up to a picture.
One-off training
Detached from practice and forgotten within weeks. It teaches the team in general instead of teaching one person on their own mistakes.
Built-in call analysis in the CRM
Shows that a call happened, how long it was and where the recording is. It scores against generic criteria unrelated to your script and stops at the deal card — the content of the review never reaches the rep.
The solution
Two layers, one rollout
AI listens to and scores 100% of calls
Practically the moment they end. Scoring parameters are calibrated to your script and your playbook instead of coming from a generic template.
The manager gets a team summary and targeted alerts wherever something breaks down. The rep gets a personal daily review of their own conversations.
The analytics storefront in the seller’s hands
Their own metrics, their earnings in real time, a skill tree, quests aimed at weak spots and a team leaderboard.
This is the part the category usually lacks — and the main reason speech analytics gets bought and then abandoned.
The second layer runs on top of the first: it does not compute metrics itself, it pulls them from the analytics. That is why both layers ship in one flow rather than one after the other.
From the recording to the rep’s personal metric
01
Data
Call recordings, scripts and CRM deals are collected automatically from your telephony and CRM. Nothing extra has to be deployed.
you already have this step02
Review
AI marks up every conversation: script stages, objection handling, the next step that was set, the points where the customer was lost.
03
Management
The manager gets a team summary and prioritised alerts, each linked to the specific recording.
04
Delivery
The rep sees their review, their metrics and their money every day instead of once a week at a stand-up.
What the manager sees
Managing by data instead of chasing people
You do not get a wall of reports nobody has time to read. You get a short picture of the team plus targeted alerts.
Weekly team summary. The team average, every rep’s figures, and the top three mistakes of the week across the team: no upsell offered, the “too expensive” objection left unhandled, no next step recorded.
Prioritised alerts. Three levels of severity, each linked to the specific recording.
Team summary · week 74 alerts
Team average score
6.8/ 10
Rep scoresI. Sorokin8.4
A. Kovaleva7.6
D. Ryabov6.1
O. Minin4.2
Top 3 mistakes of the week
- 01No upsell offered
- 02“Too expensive” objection left unhandled
- 03No next step recorded
- High
A blocked phrase in call no. 33859 — the customer is forced to justify themselves.
open recording → - High
Repeated pressure after a refusal — risk of losing the customer and a reputational risk.
open recording → - Medium
The closing stage has been below target three calls in a row — a systemic skill gap, not a one-off.
open recording →
Manager dashboard. Names and values are illustrative; the alert wording is real.
A check takes a minute instead of eight hours of listening per week. You land exactly where the problem is instead of listening through calls hoping to catch something.
What the rep sees
Their own numbers every day, not a weekly retelling
A review of their own call
The recording with markup, a transcript by speaker, scores by script stage and the verdict: where exactly the customer was lost and what should have been said instead.
Skill tree
Five scales, one per script stage. It does not say “you sell badly”, it says “your closing is weak” — and by how much.
A quest built from the weak spot
The weakest stage automatically turns into a concrete task with a measurable condition. For example: keep the closing score at or above target for five calls in a row.
Their earnings and the distance to the next tier
Not an abstract “close four more deals”, but the distance in roubles to the nearest tier in each revenue stream. The rep sees their own pay as the result of specific actions.
Call review
Too expensive. I’ll think about it and get back to you.
All right, I won’t keep you.
Where the customer was lost
The objection was never pinned down, no next step was set.
Quest of the week
Closing at or above target — 5 calls in a row
7,28,0?——
Rep interface. Data is illustrative.
A leaderboard that does not crush the middle
A normal wall of fame motivates the top three and demotivates everybody else. Here the ranking is computed from your own improvement over last week, not from absolute numbers. Tenure gives no advantage, so everyone can climb — including the people the system is usually rolled out for.
Peer recognition completes it: reps can credit each other for help or for a technique they passed on. Techniques spread across the team instead of staying with one person.
The rep interface at work
One day of a rep: where the system steps in and what they do about it
Listing interface sections is easy, but a list of sections is not what sells. Below are four moments of a single working day when the system tells the rep something — and what happens next.
Three counters instead of one blended score
There are three independent counters in the interface, and they are separated on purpose.
Experience
A cumulative measure of mastery. It only grows and is never spent. It determines the employee’s level.
Balance
The internal currency. Earned from the same events as experience, but spent in the rewards shop, so it goes down.
Level
A status derived from experience. Purchases never lower it. It unlocks expensive rewards and increases the value of streaks.
One quality action in a conversation adds experience and balance at the same time. The split solves the core problem of point systems: an employee never loses accumulated status by spending what they earned.
Tuesday, good morning
Your day
Earned today
14,200 ₽
base + commission
Plan for the day
8/12calls
This week
Flagged for review · 2Customer decided18.4% ↑
Closing3.4 ↓
33Call no. 33859
yesterday, 14:20
yesterday, 14:20
The “Home” screen
9:41Opens the app
Starts with the phone, not with the stand-up
The home screen shows the plan for the day, weekly metrics with up and down markers, today’s earnings and the list of calls the system flagged for review by itself.
In five seconds the rep learns three things:
First
Whether they are on pace or not
Second
Which metric slipped this week
Third
How much they have earned this month
11:20Reviews the call that fell apart
Sees a calculation they can check, not just a score
The system flagged yesterday’s conversation: the price objection was never pinned down and no next step was set. The rep opens the review and sees a transcript by speaker, a marker on the exact line and a ready wording of what should have been said.
Next to it is the points ledger for the same call. Not a final score but a line-by-line statement: what each script stage contributed, which bonuses fired, whether there were penalties, what the total came to.
Why this matters more than the score itself. The first objection any rep raises against automatic scoring is “the system got it wrong”. When they see a calculation instead of a score — with what was credited and what was deducted — there is nothing left to argue about: either the calculation matches the conversation or it does not, and that takes a minute to check.
No. 33859
Too expensive. I’ll think about it and get back to you.
All right, I won’t keep you.
Objection not pinned down
No next step was set
What to say instead
“Let’s lock this in: I’ll send the quote by 3 pm and call you tomorrow at 11.”
Call review
Points ledger
Call no. 33859
Opening+12
Qualification+18
Pitch+15
Objections0
No next step set−10
Call total+35
Why objections scored 0
The objection was heard but never pinned down — the stage was not credited
Points ledger
14:05Gets a quest for the weak spot
The quest freezes what was earned instead of paying extra on top
The weakest stage in the skill tree automatically turns into a quest with a measurable condition — for example, keep the closing score at or above target for five calls in a row.
The mechanic is not the usual corporate challenge. The quest does not award new points. It freezes part of the balance already earned, and the only way to unfreeze it is to meet the condition.
What that changes. The system does not pay extra points for something the employee is required to do anyway. But they now have a reason to work on the weak skill specifically: they are getting their own points back rather than begging for new ones.
Quest
Active questfrom the weak node
Close it cleanly
Closing stage at or above target in 5 calls in a row
Frozen420points until completion
7,28,0?——
two calls in a row above the threshold2 / 5
Weak node of the tree
- Objections5.2
- Closing3.4
The “Quest” screen
February
Earnings
68,400 ₽
base + commission, in real time
- Inbound312k
- Upsells84k
- Outbound96k
- Helping out18k
Goal · inbound stream
88,000 ₽ left to the 400,000 ₽ tier
rate 4% → 5%+8,000 ₽
The “Earnings” and “Goal” screens
17:30Checks what it is worth
Not “close four more deals”, but “one hundred thousand to the next rate”
Earnings are broken down by stream: inbound, upsells, outbound, helping colleagues. Each stream has a progressive rate that grows in tiers.
The “Goal” tool shows not an abstract number of deals but the distance in roubles to the nearest tier in each stream — and what that tier will pay.
Lift the inbound stream from 300,000 to 400,000 ₽the rate rises from 4% to 5%that is 8,000 ₽ more income
The rep can see that pushing one stream over a tier pays better than closing several small deals at random. It stops being a game and becomes the arithmetic of their own salary — which is exactly why the app gets opened voluntarily rather than by order.
Techniques spread across the team, and rewards have a price
A rep can credit a colleague for help or for a technique they shared, naming the reason and adding a comment. The sender earns points too, so sharing pays off. Limits apply: no more than a few credits a day, and the same person cannot be credited twice.
The accumulated balance is spent in the rewards shop, where level works as the pass and balance as the currency. Cheap rewards are available immediately, expensive ones unlock only as the level grows. The catalogue and the prize budget are agreed with the company.
What stops people from playing the metrics instead of working
The question always comes up, so we answer it before it is asked.
Only conversation quality earns points. Manipulative tactics — repeated pressure after a refusal, blocked phrases — earn no points at all. They go into a separate alert feed for the manager.
Peer recognition does not affect the leaderboard. Reps can credit each other for help and shared techniques, but those points go to the balance only and never into experience. You cannot buy a leaderboard position by arranging it with a colleague.
Not a single number is entered by hand. Everything shown in the interface is computed from conversation parameters and CRM data. There is nothing to fill in, so there is nothing to claim.
Screens and the values on them are illustrative. The metric set, thresholds and scoring rules are assembled around the sales process of the specific company.
What the system hears in every call
Scoring follows your script, not a generic checklist
Script stages
Whether the mandatory steps were taken: opening, qualification, pitch, objection handling, closing. Whether the signature wordings were used. Whether the playbook was followed.
Objection handling
Whether the objection was heard, whether it was pinned down — that is, whether the rep found out what sits behind “too expensive” — and whether it was answered on the merits. The share of objections handled by type.
Driving to an outcome
Whether an add-on was offered, whether the conversation moved to payment, whether a specific next step was set or the call ended with nothing.
Speech and dialogue dynamics
The talk ratio between rep and customer, interruptions, speaking pace, the share of open questions during discovery, blocked phrases and forbidden wordings.
How the conversation ended
Whether the customer arrived at an explicit decision by the end of the call — or the dialogue was left in limbo, with neither a clear yes nor a clear no. A firm no counts as a decision here: it closes the question and frees up time. A conversation without a decision is the least useful outcome available: the lead is spent and no certainty was gained.
The parameter set is configured during rollout to match your sales process. If your script requires mentioning the warranty or forbids discussing competitors, that becomes a separate checkable item.
Training
Every failure is closed by a personal assignment
When the skill tree shows a persistent gap in a stage, the system assembles material specifically for it — based on your scripts, playbooks and knowledge base rather than a generic course library.
The rep gets a short review of their own mistake instead of a forty-minute course: how their own line sounded, how it should have been built, and two or three wordings that work at your company.
Verification runs on the same analytics data. If the stage stays above the threshold in subsequent conversations, the assignment closes automatically. If it does not, the material repeats and the manager sees it in the summary.
The difference from training is fundamental. Generic training teaches the team an average and is forgotten within weeks. An assignment fixes what is broken for one specific person and is confirmed by that person’s own calls.
Case study · the core evidence
200 calls to reach full performance
We measured a rep’s learning curve across 7,679 conversations
An online school, its sales team, four months of continuous review, 99.9% coverage. We looked at the data by each employee’s personal call counter rather than by the calendar.
| Group | calls 1–20 | 21–50 | 51–100 | 101–200 | 201 and up |
|---|---|---|---|---|---|
| New hires | 8.4% | 13.1% | 14.3% | 16.1% | 20.8% |
| Experienced | 19.1% | 20.9% | 21.5% | 22.8% | 21.7% |
The share of conversations brought to an explicit customer decision. For new hires the figure grows steadily across all five marks and lands where their experienced colleagues had been all along. The experienced line is flat — on this dimension they have nothing left to learn.
What follows from this. Reaching full performance takes about two hundred conversations, that is two to three and a half months. In January, 62% of all team conversations were run by employees who had not finished that path yet — and the monthly figure came out of that proportion: 17.5% instead of the 21.1% the team is capable of.
All of the above came from the measurement layer alone. Personal daily reviews and the rep interface were not part of that project.
The objection we hear most
Plenty of teams bought speech analytics. Almost nobody uses it
If you have already tried it and it never took root, that is the normal outcome for this category. The reasons are almost always the same.
| Why it gets abandoned | What we do instead |
|---|---|
| Reports go to a manager who has no time to read them | The review goes straight to the rep, every day; the manager gets a summary and targeted alerts |
| Generic criteria do not match the real sales process | We calibrate the parameters to your script and playbook during rollout |
| There is data, but it is unclear what to do with it | A skill gap automatically becomes a concrete assignment for a specific person |
| The system serves management, not the rep, so it gets sabotaged | The interface shows the rep their own metrics and their own earnings — they open it voluntarily |
| The game layer gets stale within a couple of months | Three counters with different logic: experience only grows, balance is spent, level unlocks access. Plus a shop where expensive rewards take months, not a week |
Rollout
We connect to what already runs at your company
Integrations
Any telephony, any CRM, messengers. No infrastructure change is needed: you already collect recordings and deals.
Timeline
Three weeks to a working setup, including calibration to your script. We do the build.
What we need from you
Access to telephony and CRM, your current scripts and playbooks, two or three half-hour calls between your manager and our team lead. A technical specialist is only needed while access is being granted — usually a few hours.
How it looks week by week
01
Week 1
You pick the team and its manager. A half-hour call: we collect scripts, metrics and the compensation scheme. We record the “before” figures from the previous month’s analytics.
02
Week 2
We agree on metrics, thresholds and rules. In parallel we assemble the configuration for your team.
03
Week 3
Launch, a short onboarding for the reps, the first daily data. We run the first week manually and fix things as we go.
04
Week 4
It runs without our daily involvement. We take the “after” measurement and prepare the report.
Data and security
Where your conversations live
Three deployment options — you choose.
Our infrastructure
The fastest start, nothing to deploy on your side.
Servers in Russia
If data localisation is required.
Inside your company
Deployed in your own perimeter; recordings never leave it.
What the security team usually asks
Call recording notice
Your telephony records the calls, and how customers are notified stays your process — we do not change how data is collected, we connect to what already exists.
Retention and deletion
Retention periods for recordings and transcripts are set during rollout. On request the data is deleted in full, including derived calculations.
Access
A rep sees only their own conversations, a manager sees their team. Permissions are configured during rollout.
Non-disclosure agreement
Signed before any access is granted.
If your security team has requirements, it is best to raise them on the first call: they affect the architecture but hardly affect the timeline.
Why us
Working with mobyte.ai means a contract with a reliable partner
Complex IT products and digital transformation since that year; today AI and automation.
“Digital Breakthrough 2020” — the best team in Russia; the solution was built with experts from Rosseti.
In Silicon Valley: an AI MedTech product taken to market and acquired by a major player.
Cost per lead: AI analytics for sales and communications for an investment group in the UAE.
Led by Ivan Kudrevich: an academic background in discrete mathematics and IT, a prize winner at national competitions, and a representative of Russia at international research conferences.
Commercial terms
A transparent model and a free pilot of the interface
Integration plus a monthly fee
A one-off payment for integration and configuration for your company, plus a monthly fee. The final amount depends on the number of reps and the call volume — we quote it after the first call, once the scope is clear.
- connecting telephony and CRM
- calibrating parameters to your script and playbook
- setting thresholds and rules
- assembling reports for the manager
- onboarding the team
Pilot at 0 ₽ — one team, one month
Entirely at our expense: development, configuration, onboarding and a month of support. From you — about an hour and a half over the whole month.
A decision based on numbers, not promises
The pilot ends with a measurement: how the pilot team’s conversations changed and what that produced compared with everyone else. With those numbers in hand you decide whether to roll the system out to the whole department. Scaling terms are discussed separately — once it is clear what exactly is being scaled.
FAQ
What people ask most often
We already have call analysis in our CRM
It shows that a call happened and how long it was. We show what happened inside it: whether the script was followed, whether the objection was pinned down, whether a next step was set — and what one specific person needs to change.
We’ll build it ourselves on an LLM
Marking up a single call is genuinely doable. The hard part is elsewhere: calibrating the scoring to your script, holding quality at a volume of thousands of calls a month, and delivering the result to the rep in a form they will actually use. In-house builds usually stop at the first item.
What if the AI scores a call incorrectly?
A score is not a verdict. What matters is not an individual score but the trend by stage across a body of conversations. An individual score can be corrected, and that feeds into subsequent reviews.
Our reps will not agree to being listened to
Your calls are already being recorded — we are not adding surveillance, we are automating what is currently done selectively and by hand. In exchange the rep gets access to their own metrics and their own earnings, which they never had before.
How much of our team’s time will this take?
Most of the load is on us. From the manager, two or three half-hour calls; from a technical specialist, a few hours for access; from the reps, nothing beyond their normal work.
Which CRMs and telephony systems do you work with?
Any that can export recordings and offer API access. In practice this is settled while access is being granted and takes hours, not weeks. If your system is custom-built, we will look at it on the first call.
What happens to the price after the free pilot?
The interface pilot creates no obligations: at the end of it you either roll the system out to the other teams or you stop. Analytics terms are agreed before the start, not after, so that pricing is never discussed at the moment the system is already in place.
Is it legal to analyse employees’ conversations?
Your telephony does the recording and the legal setup stays as it is — we connect to a process that already exists. A non-disclosure agreement is signed before any access is granted.
Final step
Test it on your own calls
Send us 10 recordings — we will run them through the base system and return the review for free, with no contract and no obligations. You will see what it sees in your conversations before making any decisions.
The free review runs on the base system, without custom configuration for your company. Calibrating the parameters to your script and playbook happens during rollout.